Un-Burying The Lead - Creating Slides That Stick
Every slide in a presentation should reveal an important insight to the audience, and a big mistake we tend to make is to "bury the lead".
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- Jun 25, 2019
- 5 min
Six Tips To Re-Frame Boring Discovery Questions
Have you walked out of a discovery meeting with a prospect with unclear objectives or lack of direction? Here's how you can fix it.
- Mar 1, 2019
- 3 min
The AAA Maps Approach To Learning
Create learning programs that emulate the old-school AAA map, not the modern-day turn-by-turn GPS.
- Feb 20, 2019
- 3 min
The Hidden Feature That Sealed The Deal
A trip to P.C. Richards reveals an important sales insight. A seller with intimate hands-on familiarity with the product will win.
- Feb 12, 2019
- 7 min
How To Give A Successful Sales Demo - Interview With Rob Holcomb
I interviewed my ex-colleague Rob Holcomb on the art of giving a successful sales demo. I learned a few tricks myself.
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